It’s That Time of Year! Back to School! Officially open! Our “Open to All” Sales Reference Library is now available for free downloads! The Sales Reference Library is designed to enrich sales teams, managers — all students of the sales profession. We’ve got information, training, best practices, strategy, philosophy, predictions… you get the drift. We’re ... Read Post

Case Study: Why evolutionplan Systemhaus Relies On Pipeliner CRM to Offer a Complete Sales Solution What is evolutionplan Systemhaus? Evolutionplan Systemhaus provides training and consultancy support to help B2B companies improve their sales process. Working mainly in the IT, manufacturing, and renewable energy sectors, the company provides coaching and tools to help customers introduce an ... Read Post

I thought it would be instructive to publish an email I received from Jonathan London, who runs The Improved Performance Group. Jonathan was selected by an ESR client to deliver critical sales training last month to a group of (non-sales) relationship managers who would soon be responsible for cross-selling a brand new product to their ... Read Post

If you are a professional seller like me (i.e. an individual sales contributor, sales manager, Chief Sales Officer), then you’ve noticed that your job has changed in a significant way over the last few years.  I know that it has changed for me, and the changes are largely driven by the fact that there’s a ... Read Post

If you have been a professional salesperson for at least a decade, congratulations you’ve been a witness to history in the making! The sales profession is experiencing the biggest shift since the invention of the phone. The sales model that we used to rely and trust is changing before our very eyes. Sales is arguably ... Read Post

Jill Konrath recently published a new book, AGILE SELLING: GET UP TO SPEED QUICKLY IN TODAY’S EVER-CHANGING SALES WORLD. I decided to take a closer look after a conversation during which the person I was talking with said Jill’s first book, SNAP Selling, was life-changing. A Book for Sales Culture — Now We’re in the ... Read Post

“I approve this project. Let’s get started!”A buying decision. Unambiguous! Timely! Resolute! What’s not to love? How about this: “We’ve decided to delay any projects involving outsourced software development for another year.” A little messier. Without knowing the inside story, many salespeople competing for this work would chalk this up as a lost opportunity, and ... Read Post

Today we are pleased to let you know that we have a terrific new ebook available in our (also new) Sales Reference Library. The author is our CEO, Nikolaus Kimla, and the new ebook is entitled, Evolution in Progress: How the Entrepreneur Is Changing the World. The book had its genesis in Kimla’s belief that entrepreneurs ... Read Post